#199: B2B Outbound Strategy: Conversations Over Meetings with Joey Gilkey

Episode notes

If your outbound is optimised for meetings, not conversations, you’re burning cash and trust. We sit down with Joey Gilkey (CEO, Titan X) and Adem Manderovic (Closed Circuit Selling, CRO School) to rebuild B2B outbound so it actually drives revenue. We unpack why the SDR-AE factory failed, how to get 25% connect rates, and how to use first-party signals to guide timing, ads, and follow up. Joey shows why he pays SDRs to create completed conversations and rigorous disposition buckets. Adem explains cataloguing and channel validation so marketing stops guessing and starts planning around real timing. We dig into audience activation using opt-in texts and VSLs, and why “buyer intent” data isn’t the shortcut you think it is. Tune in and learn: + A practical B2B outbound strategy built on conversations and 6 disposition buckets + Why the SDR-AE model and Predictable Revenue broke outbound (and what replaces it) + Why pipeline coverage and meeting quotas mislead teams, and what to measure instead This is a must-watch if you’re a B2B revenue leader. Stop chasing low-value meetings and start engineering high-value conversations that inform ads, timing, and deals.

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